Flip The Script • Stop Using These Words When Selling As-A-Service & Start Using These

Apr 10, 2024 11:27:21 AM by: Paul Metzheiser

System integrators everywhere are shifting to a service-focused sales model and selling technology-as-a-service solutions. This is mainly due to them discovering how this sales model is important in building recurring monthly revenue (RMR) for their business. When a technology-as-a-service solution is proposed and positioned properly, their customers, more than ever, are all in for this type of ... Read More

Study Show System Integrators Are Sitting on a Gold Mine of Recurring Monthly Revenue

Feb 14, 2024 9:51:00 PM by: Paul Metzheiser

TAMCO surveyed over 194 US-based technology integrators. Despite these findings, it is still astonishing that integrators are not making dramatic changes to their business model or are still only dabbling in services as opposed to building complete strategies around them. Look at the below four data points and let’s unpack why more integrators are not selling services and discuss simple changes ... Read More

What Organization Makes a Good Fit For Technology-as-a-Service?

Nov 15, 2023 11:09:47 AM by: Paul Metzheiser

Who do you believe makes the best fit for technology-as-a-service solutions? Large enterprises Mid-market companies Small businesses Nonprofits Education Local government Budget-challenged organizations All of the above and more Read More

Debunking The Biggest Misconceptions of RMR for Technology Integrators

Jul 12, 2023 8:45:00 AM by: Paul Metzheiser

I've been on the procurement side of the technology industry for over 25 years, singing the praises of recurring revenue, and trying to help integrators attain it. While many understand the concept of recurring monthly revenue (RMR) and believe in its value, most end up expressing hesitation about even attempting to make a recurring revenue sale, like a technology-as-a-service solution sale. Read More

Podcast | Technology-as-a-Service: Misconceptions & Benefits

Aug 20, 2022 8:30:00 AM by: Paul Metzheiser

View this recent podcast with President of PTG, Bill Fons, and Managing Partner of TAMCO, Paul Metzheiser as they discuss the ecosystem of the as-a-service model. Together, they break down the challenges, misconceptions and benefits of this unique business model. Read More

Flipping The Script to Successfully Sell Technology-as-a-Service

Jun 16, 2022 3:27:28 PM by: Paul Metzheiser

Technology-as-a-service. It seems to be everywhere as of late. The market is demanding it more than ever and integrators are discovering its importance in leveraging it to build sustainable and predictable recurring monthly revenue (RMR) for business. Read More

Video | Is Technology-as-a-Service The Same As A Lease?

Jun 7, 2022 4:19:00 PM by: Paul Metzheiser

The short answer is NO! Technology-as-a-service, hardware-as-a-service, device-as-a-service, and any other related as-a-service solutions are not the same as a lease. Read More

Video: Selling As-A-Service, The Time To Make The Shift Is Now

Mar 10, 2022 3:55:45 PM by: Paul Metzheiser

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VIDEO: Why Technology As-A-Service is Better Than Cash/Capital Expenditures for Everyone

Mar 2, 2021 4:32:38 PM by: Paul Metzheiser

When analyzing the right payment option to pay for an organization's technology solution there is more to consider than the lump sum price nowadays. Integrators are becoming more concerned with things like building recurring revenue, contractual customer loyalty, profitability, and customer lifetime value. Customers are more interested in the use of their technology opposed to the need for ... Read More

3 Reasons Customers Should Never Pay Cash for AV Technology Solutions

Jan 4, 2021 3:16:00 PM by: Paul Metzheiser

Businesses and organizations should never use capital expense (CAPEX) funds to pay for their audio visual solution equipment like displays, cameras, speakers, mics, control panels, and related components, even if they have the cash to do so. Period. It may seem like a bold statement since customers have been exchanging cash for AV systems since the infancy of the industry. The truth is, when you ... Read More

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